The Advantages of the Incumbent Vendor
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Leveraging Its Impact on Managing Competition, Renewals and Expansion Sales
(A Never Stop Learning! Article)
“Get their data, and their hearts and minds will follow”
Michael Cusumano, The Business of Software
Let’s explore some of the advantages enjoyed by being the incumbent vendor and how you can leverage this position for renewals and expansion sales, while holding your competition at bay. We’ll examine:
- Leveraging sunk costs, time and energy investment
- Change avoidance
- Risk avoidance
- Burn victims
- Social capital
- Users’ Groups
- Leverage
https://greatdemo.com/the-advantages-of-the-incumbent-vendor/
Enjoy!
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